- Business development: definition and scope
- Account analysis and qualification: an overview
- The new landscape of account management and BD
- Understanding the buy-sell ladder model
- Client classification: building an ideal client profile
- Understanding and working the customer loyalty ladder
- The business planning process
- Using the STAR business planning process:
- Strategic analysis
- Targets and goals
- Activities
- Reality check
- Conducting customer surveys to identify important service criteria
- Preparing an account development plan
- Building client chemistry with F.O.R.M.
- Using the STAR business planning process:
- Re-defining your processes for breakthrough results
- Reviewing the selling process
- The selling process
- Functional product/service/company knowledge
- Unique and distinctive selling points
- The sales competitors analysis form
- Re-engineering your team selling process to avoid mistaking motion for action
- The value-added selling process
- A simple framework for developing new business
- Create and deploy weapons
- Your best friend: the phone
- Creating a client-centered code of conduct (DART model)
- Designing and implementing key performance indicators
- Creating a balanced scorecard (business performance audit)
- Reviewing the selling process
